February 11, 2020

Sales Execution

Revenue Operations

Forecasting

Delivering Predictable Revenue: Top Tips from Masters of Revenue

Michael Lowe

Michael Lowe

Michael Lowe
Michael Lowe

Director, Content Marketing, Clari

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Cracking the code to predictable revenue is the ultimate dream for so many companies. Sales leaders look to success stories like Dropbox, Workday, and VMware, and wonder how their own organizations can replicate the same explosive, yet consistent growth.

The problem is most companies don’t have a clear idea of how much revenue will be coming in — and this has a dramatic effect on the way a company can invest and grow. An astonishing 93% of companies don’t have accurate sales forecasts. They’re shooting in the dark or, at best, making educated guesses in a data-driven world.

How can organizations embed forecast accuracy into the company culture to drive more predictable revenue?

Two B2B sales icons share actionable advice for every company striving to grow revenue efficiently and predictably. Yamini Rangan, former Chief Customer Officer at dropbox and HubSpot’s first-ever Chief Customer Officer, played a pivotal role in taking both Workday and Dropbox public. Carl Eschenbach, Partner at Sequoia Capital, took VMware from $30 million to $7 billion in revenue.

The art and science of sales forecasting is evolving. As Rangan and Eschenbach explain, revenue isn’t just an outcome; it’s a process that requires intense collaboration, transparency, and accountability throughout the entire go-to-market team.

Read our new ebook where we unpack Rangan and Eschenbach’s insights on:

Download your free copy of The Revenue Leader’s Handbook to Predictable Revenue below!

E-book

The Revenue Leader's Handbook to Predictable Revenue

How do you drive predictable revenue year after year like VMware, Dropbox and Workday? Yamini Rangan and Carl Eschenbach share their insights in this (free) ebook.

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